Sales Territory Manager / Field Sales Engineer

Our client is a global leader in AI-driven prescriptive maintenance and plant reliability solutions for continuous process industries.

Their flagship platform empowers manufacturers to prevent failures, maximize uptime, and make data-driven maintenance decisions. Leveraging Industrial IoT, advanced analytics, and deep domain expertise, the company delivers actionable reliability improvements across industrial plants worldwide.

As the organization expands across North America, they are building a strong commercial team to accelerate growth and strengthen their presence across key process industry markets.

Position Overview

Our client is seeking a high-performance, hunter-style Sales Territory Manager / Field Sales Engineer / Enterprise Sales Executive to drive new customer acquisition across continuous process industries.

This role is ideal for a technically sharp sales professional who thrives in plant environments, understands industrial maintenance challenges, and can clearly articulate the value of AI and predictive/prescriptive maintenance solutions.

You will be responsible for generating pipeline, leveraging industry connections, and closing high-impact deals with clients in sectors such as Paper & Pulp, Chemicals, Metals, Steel, Cement, Oil & Gas, and other asset-intensive industries.

Key Responsibilities

New Business Development

• Identify, prospect, and acquire new customers within continuous process industries.

• Build a strong pipeline through cold outreach, gatecrashing, plant visits, networking, and referrals.

• Develop and execute a 30-60-90 day go-to-market plan to accelerate early traction.

• Gain proficiency with tools such as LinkedIn Sales Navigator, ZoomInfo, HubSpot, and similar platforms.

Client Acquisition & Relationship Building

• Leverage an existing book of business and industry network to unlock immediate opportunities.

• Engage and influence key stakeholders including plant managers, maintenance heads, reliability leaders, and operations executives.

• Establish deep, consultative relationships that drive long-term revenue growth.

Sales Execution & Value Demonstration

• Deliver high-impact demos, presentations, and ROI-driven discussions to showcase the value of the companys reliability platform.

• Own the full sales cycle from prospecting to proposal, negotiation, and closure.

• Collaborate with technical, engineering, and customer success teams to ensure seamless customer onboarding.

Industry & Solution Expertise

• Understand client pain points around equipment failure, downtime, maintenance costs, and operational efficiency.

• Translate complex technical capabilities — including AI analytics, prescriptive insights, and IoT sensing — into clear business outcomes.

• Stay current on Industry 4.0, digital transformation, and reliability engineering trends.

Performance & Accountability

• Consistently meet and exceed revenue targets and sales KPIs.

• Maintain accurate forecasting, CRM discipline, and a data-driven approach to pipeline management.

• Champion the companys reliability philosophy and act as a trusted advisor to customers.

Required Experience

• 5–7 years of B2B industrial sales experience, ideally in reliability, maintenance, automation, IIoT, sensors, rotating equipment, or predictive/prescriptive maintenance solutions.

• Demonstrated success in a hunter-style role with consistent quota achievement and strong new logo wins.

• Strong existing network within process industries such as Paper & Pulp, Chemicals, Steel, Metals, Cement, Oil & Gas, or related sectors.

• Experience selling into maintenance, reliability, engineering, or plant operations leadership.

Skills & Competencies

• Excellent prospecting, networking, and door-opening ability, including cold calling and plant-level entry.

• Strong negotiation, communication, and presentation skills.

• Ability to understand technical concepts and convert them into compelling commercial value.

• Strategic planning capability with experience building and executing a 30-60-90 day plan.

• CRM proficiency (Salesforce, HubSpot, or similar).

Technical Knowledge

• Solid understanding of industrial processes, rotating equipment, vibration monitoring, or maintenance workflows.

• Familiarity with IoT, machine diagnostics, AI/ML analytics, and digital transformation initiatives.

• Ability to conduct basic technical discussions and collaborate effectively with engineering teams.

Personal Attributes

• Highly driven, competitive, and self-motivated.

• Strong problem-solving ability, especially in dynamic plant environments.

• Excellent interpersonal skills with a consultative, solution-focused approach.

• Entrepreneurial mindset — thrives in a fast-growing, rapidly scaling organization.

Why Join?

• Be part of a fast-growing industrial technology company transforming plant reliability through prescriptive maintenance.

• Opportunity to influence market expansion in the U.S. and build a high-value portfolio.

• Competitive compensation, commission structure, and strong career growth potential.

• Work with cutting-edge Industrial IoT and AI reliability technologies shaping the future of maintenance.